IST | June 2024 Digital Edition

“Slow” Season or “Let’s GO!” Season?

Dear Readers,

It’s on the way … the time of year when regular tanners around the country transition from the sunbed to backyards and beaches. Many still head to your facilities for their dose of “me time” and to enjoy the other self-care services you may offer. On that subject, more salon operators are diversifying their menus to attract new clientele. You’ll find a couple of ideas in this issue to consider – Cryotherapy (p.7) and Halotherapy (p.33) can make your business a tanning AND wellness facility with cutting-edge spa service technology.

Before the first month of JASON sneaks up on you, this is the time to secure those summer-long tanners. You might need to think creatively to keep your cash register ringing! Of course, we have some tips for making that happen from Lisa Saavedra in her “Notes from the Road” (p.34) and Alex Zeedyk’s “Trending@DC” on p.36.

The off season can be a good time to examine your business model and your brand. Could you make some small but possibly impactful tweaks? As foot traffic trails off a bit, it’s a perfect time to address salon maintenance and deep-cleaning – to keep your customers happy. It’s also an excellent time to get your team trained. IST can help you with all these things! Our Sun is Life® Training & Certification program covers these subjects and so much more: the tanning process, industry regulations, skin-typing, all the information you need to create a team that will serve your guests and represent your business as tanning professionals. Every day, salon operators are enjoying the benefits of this award-winning training. Really, what is your team without consistent knowledge of all the key elements of daily salon operation and professionalism? Plus, investing in our superaffordable Sun is Life program makes your business eligible to be featured in our magazine! This month’s salon is celebrating 20 years in business –read about Frank Ewing’s Sun on the Run in Vista, CA starting on p.14. To begin your salon’s evolution, check out Sun is Life at sunislife.com.

If you’re feeling the slow-down, don’t let it get you down! The most successful salons use this time to do some reflecting on their business model, to make improvements (big or small), work on creating a top-notch team and pre-plan for the busy months ahead. Make it a “Let’s GO!” season.

Thanks for reading!

Vince Lorraine, Publisher

If there’s something you’d like to see in your IST, please email vince@istmagazine.com.

Lisa Saavedra

Joe Schuster

Alex

Bill Niesciur 7 Questions with ...

Factory Direct Sales Manager JK Products & Services, Inc.

Compiled by Sherron Barden

1

When you were a kid, what did you want to grow up to be?

After witnessing the Apollo 11 moon landing, I was convinced I wanted to be an astronaut! I always thought of being on a mission to Mars and discovering other life forms as I was into science fiction movies, especially the original version of “War of the Worlds.” I then started playing youth hockey and the space travel dream turned into becoming a professional hockey player. I continued to play into my adult years and am still a huge fan of the sport.

2

What was your very first job?

“Not only do I enjoy selling Ergoline products, I take great pride in helping people make money with it.”

My first job was at age 16 (1975), when I was a clerk in our local pharmacy –Reese Drug Store in Madison, IL – and I believe my wage was $1.75 per hour. Gas was 57 cents a gallon! At age 18, I started a job with the Kroger Grocery chain, where I worked for 10+ years through my years at Southern Illinois University. It was certainly an ideal part-time position, as the money was great and it was a fabulous company to work for; they respected their employees and compensated them well. They asked me to consider jumping into a management position which required me to add a marketing & management degree, which I did. (This degree later became important.) The company decided to pull out of the St. Louis market in 1986, which ended that possibility.

3

Tell us about your tanning industry journey.

In 1989, my brother Tom invented a product called Mister Chair. It was an outdoor lounge chair modified to spray the user with a super-fine mist of water while sunbathing. That invention stemmed into the sales of canopy tanning units manufactured by Sun Industries, which later was purchased by JK ... Tan Marketing was born. We felt a need to also open an upscale tanning salon in our community, which was an overnight success! Tom was then offered a distributorship to sell tanning equipment in Missouri and Illinois for Sun Industries and when JK/Ergoline purchased Sun Industries, the territory increased to 12 states. Tan Marketing continued to be one of JK’s largest distributors until they purchased us in 2021. Tom and I continue to sell Ergoline equipment as Midwest sales managers.

4

Where is the coolest place you’ve traveled to?

I would have to say the coolest place I have traveled is Germany. In 2006, all of the U.S. Ergoline distribution network had the opportunity to visit Windhagen, Germany where all of the equipment is manufactured. We were treated like royalty by Ergoline as they spared no expense. One of the most beautiful places they took us for an overnight stay was in a Bavarian resort town called Tegernsee nestled in the Bavarian Alps. This trip is still often talked about with my colleagues!

5

What does your average weekend look like?

I spend weekends with friends and family, fishing (weather permitting ), attending church and enjoying my many hobbies including beer can collecting. I am an avid collector of vintage beer cans and breweriana. (Visit billysbeercans. com to see more!) Side Note: Being in sales, I never have a weekend totally “off” as I am always available to help my many customers!

6

What is one of your pet peeves?

The lack of communication today is so annoying – it’s difficult to get anyone on a call as it’s a “hide behind emails and texts” world !

7

What is the best thing about your job with JK?

Not only do I enjoy selling Ergoline products, I take great pride in helping people make money with it. I specialize in new salon start-ups helping customers from the ground up, including finding a location, demographic studies, competition, electrical and HVAC requirements, salon build-out, equipment mixes, package and membership design and all forms of marketing.

JK has always been the world leader and innovator of indoor tanning and wellness equipment. I am extremely confident in offering my customers the best product, price and service after the sale. The JK team is a group of passionate, collaborative, innovative, motivating people who are inclusive with everyone! The organization’s culture and camaraderie are second to none, as we are all part of a great team and will do anything to help each other and our salon customers. ■

An avid fisherman of both fresh and saltwater fish, Bill likes nothing better for dinner than a fresh catch!

Devoted Creations Partners with Bear Naked Tanning to Support Cancer Patient

OLDSMAR, FL – Devoted Creations, a renowned global indoor tanning lotion manufacturer, was proud to sponsor a recent event dedicated to supporting a courageous individual battling Hodgkin’s Lymphoma. Organized by Ohio salon chain Bear Naked Tanning, the goal of the fundraiser was to alleviate the financial burdens Chloe Cousineau and her family have faced during this challenging time.

On April 13, 2024 Chloe’s Fund the Fight fundraiser was held at Circle G Arena in Lewisburg, OH. The event featured an array of activities designed to rally community support, including a cornhole tournament, games, a silent auction, raffles and heartfelt messages of encouragement to help Chloe push through. Devoted Creations supported their efforts with product donations that played a small role in raising $18,000 to help cover medical expenses and provide much-needed assistance to Chloe and her family.

Chloe’s story has touched the hearts of many in the surrounding communities as she has made a positive impact on everyone she encountered over her last five years as a BNT employee. Team DC is happy to contribute to her brave cancer fight, demonstrating their dedication to making a positive impact beyond the realm of tanning and skincare.

“We view all of our salon partners as family, but we have a special relationship with Bear Naked Tanning Owners Victoria and Kegan Cordes,”

commented DC International Sales Trainer, Megan Edwards. “Chloe has been part of the BNT family for a long time, and I have known her for over three years. She always had the sweetest, nicest and bubbliest personality. When I found out about her diagnosis, it not only hit close to home, but we immediately knew we wanted to help her in some way,” Edwards continued. “After the immediate shock of learning and processing everything Chloe was about to go through, we realized that she now has answers and is on her way to recovery. After this minor setback, she will be herself again in no time. We know Chloe is strong enough to fight this battle – and she’s definitely not fighting it alone!”

Devoted Creations extends its fullest support to Chloe Cousineau, her family and her BNT family as they embark on a journey to fight Hodgkin’s Lymphoma.

For more information and how to contribute, please contact Victoria Cordes at Bear Naked Tanning, 765.204.6664.◆

About Devoted Creations: Devoted Creations is the leading global manufacturer of indoor tanning products, recognized for its innovative formulas and dedication to promoting skin health and wellness and a desired bronzed glow. With a passion for empowering individuals to look and feel their best, Devoted Creations strives to deliver exceptional skincare formulas tailored to meet the diverse needs of its customers.

At a recent fundraiser, Chloe Cousineau (in purple) was surrounded by the love of her Bear Naked Tanning family.

Sun on the Run Vista, CA

Compiled by Sherron Barden

Celebrating two decades in the tan biz this year, Sun on the Run Tanning is a family-owned business that has established a reputation for providing a top-notch guest experience and a diverse service menu. Co-owner Frank Ewing was very excited to be featured as a Salon of Distinction and share his success story.

IST: How did you get started in the tanning business?

Frank: When my partner Gary and I decided to become entrepreneurs, we originally thought of franchising a Subway sandwich shop or something similar. Then, we had a lightbulb moment: “Why not a tanning salon?” I’ve been a sun worshiper since I was a kid! Gary and I love the sun and were already tanners at a local salon – it just seemed like a better fit. I talked to the salon owner a little bit about us opening one on the other side of town. One thing led to another and we ended up buying the salon from her … 20 years later, here we are!

IST: What challenges have you faced as a salon owner?

Frank: Gosh, the biggest challenge would have to be employees. It’s hard to find competent, qualified and motivated people who we can expect to act and behave like an owner. When you find them, it’s important to make them feel valued and appreciated. It’s also been a challenge just keeping up with the evolving industry over the last two decades. Back when we got started, it was all about the tan. We’ve had to re-invest and diversify.

IST: Have you changed your business model to attract new clientele?

Frank: Our service menu has definitely changed! We added a leg-tanner 15 years ago and it’s really popular. Some people travel to our salon just because of that option – only a couple of salons in San Diego have one.

We also added FIT Bodywrap over ten years ago. It’s a great way to burn calories,

Salon Stats

OWNERS

• Frank Ewing

• Gary Kopren

• Kayla Ewing

YEARS IN BUSINESS: 20

STAFF: 5-8 depending on fluctuating business UV SYSTEMS: 8 SUNLESS: 1 VERSASPA PRO

SERVICES • FIT Bodywrap • Red-Light Sessions

• Devoted Creations

• MRi (we love this product line and appreciate that the brand CANNOT be purchased online.)

SALON SOFTWARE

• Tan-Link

DISTRIBUTOR PARTNER

• Tan International

Co-owner Frank Ewing invests in training his team with Sun is Life to get everyone on the same page about responsible tanning. (L-R) Frank, daughter Kayla Ewing, Sheena & Leslie.

relax, rejuvenate, detox, relieve muscle aches and pains. We have so many weight loss success stories from using it!

About five years ago, we added red-light therapy and it’s been a real game-changer! Many guests will have redlight and UV sessions on the same day. Some combine red-light and a spray-tan session. So, it’s brought in a different type of clientele from when we first opened our facility. It’s become so popular that we will be adding a second red-light unit this year!

IST: What sets Sun on the Run apart from your competitors?

Frank: The biggest advantage we have is our level of customer service – our reviews speak for themselves. We have a five-star review rating across all platforms. It’s pretty easy when you just treat guests like they’re important and always take good care of them. We’re a family-owned business and our tanners become part of the Sun on the Run family. We will never be the fanciest salon around and that’s okay. Our goal is to provide consistent, top-notch service and give guests what they’re looking for.

IST: How would you describe the atmosphere at your salon?

Frank: Our salon is upbeat, fun and full of good energy! We have fun with it! We know our guests and call them by name – to us, they aren’t just a number. Many of them tell us we’re the best part of their day, and that makes our day, too! Sometimes, we feel like therapists; guests come in and tell us their life problems or just vent. After doing this for 20 years, we know so much about them.

IST: What was your biggest takeaway from the Sun is Life® Salon Operator Training?

Frank: Having ALL employees on the same page with factual information for teaching our guests about responsible UV exposure is so important. We want our guests to get the quickest and best tans possible, while always keeping responsible tanning practices in the forefront.

IST: What are your future goals for Sun on the Run Tanning?

Frank: Our tanner numbers have gone down over the past ten years; the biggest goal would be to increase the per customer revenue. Everything we do is to achieve that goal without sacrificing profit. So, we will work hard to sell guests on the other services we offer. The tanning industry continues

to evolve. It’s still all about the tan, but also skin care and overall health. Looking good and feeling great are what it’s all about!

Thanks for sharing, Frank! Cheers to 20 more years! ■

1. Collagenetics

• Complements All Light Hues

• Light & Energy Optimizing Formula

• Potent Peptide Complex

• Radiance Enhancers

• Advanced Collagen Infusion

• Skin-Hydrating & Perfecting

• pH Balancing

• Purity Fragrance

$77.98 7OZ

2. Salty Lime Slushie NEW

• Color Extending Moisture Lock Technology

• Electrolyte Rich Cactus Water

• Ultra-Hydrating Agave

• Skin Softening Mango Butter

• Skin Calming Calendula Extracts

• Ceramide Complex

• Pore Tightening Sea Salt

• Super Smoothing Coconut Oils

• Toning Caffeine Extracts

• Detoxifying Avocado Extracts

• Tattoo & Color Prolonging Technology

• Salty Lime Slushie Fragrance

3. Loyalty NEW

• Black Bronzing DHA, Natural & Cosmetic Bronzers

• Glassy Skin Enhance

• CC Crème Formula

• Detoxifying Charcoal

• Collagen Enhancers

• Cellulite Fighting

• Skin Perfecting Bakuchiol

• Anti-aging & Firming

• Melanin Stimulators

• Tattoo & Color Fade Protectors

• Body Fit™ Technology

• Black Amethyst Fragrance

$144 13.5oz

DEVOTED CREATIONS

4. Juicy Details™

TRANSFER RESISTANT DARK BRONZING NECTAR

• Transfer-Resistant DHA

• Transfer-Resistant White Bronzer

• Color-Correcting CC Cream & Blue Tansy

• Collagen-Boosting Agents

• Powerful Superox C™

• Complexion-Perfecting Golden C

• Hydrating Watermelon Extract

• Moisture-Retaining Cherry Extract

• Cellulite Fighters

• Targeted Anti-Aging & Firming

• Tattoo & Color Fade-Protecting

• After-Tan Odor Eliminators

• Sparkling Sangria Fragrance

MSRP $69.98 12.25oz

5. Cactus Cabana™

GOLDEN HOUR INDOOR/OUTDOOR BRONZING FUSION

• Low Levels of DHA + High Levels of Natural Bronzers

• Color-Correcting BB Crème Formula

• Superox C™ Blend of Kakadu Plum

• Electrolyte-Rich Cactus Water

• Skin-Hydrating Ceramides

• Targeted Anti-Aging & Firming

• Color-Balancing Mel[o]stem™

• Glowing Antioxidant Vitamin C Blend

• Marine Bio Retinol

• Tattoo & Color Fade-Protecting

• After-Tan Odor Eliminators

• Kiwi & Cactus Water Fragrance

MSRP $74.98 12.25oz

6. Color Contour™

• DHA-Free

• Vegan Collagen

• Helps Mask Imperfections

• Contouring & Blurring

• Multi-Use Formula

• Color-Balancing Mel[o]stem™

• Skin-Energizing Caffeine & Guarana Extracts

• Super-Slimming Technologies

• Targeted Anti-Aging & Firming

• Hair Regrowth Inhibitors

• Hydration-Improving Formula

• Golden Hour Fragrance

MSRP $39.98 6oz

7. FitBurn™ FB12

SUPER WORKOUT ENHANCER

• Amplifies Fitness Results

• Full-body Detoxifiers

• Cryo-Slimming Frescolat™ Cooling

• Intenslim™ Fat Burners

• ISO-Slim™ Technology

• Grape Seed & Green Tea Extracts

• AHA Exfoliation Alternative

• May Help Prevent Fat Formation

• Cellulite Fighter & Contouring Agents

• Improves Skin Hydration

• Antioxidants, Vitamins & Nutrients

• Fresh & Clean Scent

8.5OZ MSRP $49

8. White 2 Bronze™ Butter

SKIN-SOFTENING WHIPPED GOLDEN TANNING BUTTER

• Bronzer-Free Dark Tanning Formula

• Monoi, Mango, Cocoa, Shea, Carrot & Capuaça Butters

• Vegan Collagen

• Skin-Repairing Copper Peptide™

• After-Tan Odor Eliminators

• Advanced Wrinkle-Fighting Matrixyl™

• Cocoa Cream Fragrance

MSRP $48.98 8.5oz

9. Going Off Tropic™

INDOOR/OUTDOOR TROPICAL DARK TANNING LOTION

• Island-Infused Intensifier

• Mega Moisturizers w/Almond Oil

• Electrolyte-Rich Coconut Water

• Raspberry, Blueberry & Watermelon Extracts

• Anti-Aging Copper Peptide

• Bronze Boost Complex w/Carrot, Argan & Walnut Oils

• Tattoo & Color Fade-Protection

• Sparkling Sunrise Fragrance

MSRP $27.98 8.5oz

Why We Support American Suntanning Association

By Kevin Apgar, President, JW North America

THEAmerican Suntanning Association is a values-based coalition of companies that understand that the future of the professional tanning market means promoting effective sun-care and our services correctly. And, I can tell you first-hand that ASA has not only been extremely effective in working constructively with state and local regulators and legislators, but has done so in a way that places this market as part of the solution moving forward. In other words, ASA is doing the right things the right way.

Consider:

• ASA is staying ahead of attempts to over-regulate professional indoor tanning facilities at the state and federal level in 2024. And to do so, they’re working with partners worldwide like JW North America.

• Since 2015, ASA has worked with product suppliers to work constructively with the U.S. Food & Drug Administration on the agency’s proposals to re-tool FDA-proposed regulation of sunlamp products. FDA has delayed finalization of those proposed rules a dozen times since 2016, and most recently called for the rules to be completed this spring. As president of

a manufacturer that works first-hand with the FDA, I’ve been personally involved in this effort. The ASA board and staff have done an amazing job of putting our market in the best possible position in addressing how these rule proposals are handled.

• Once again in 2024, ASA worked to prevent legislative proposals to enact under-21 sunbed restrictions from moving forward anywhere in America.

• Again this year, ASA has successfully prevented under-18 sunbed restriction legislation from advancing in several legislatures – gaining bi-partisan support in many states for the scientifically supported position that sunburn prevention is not advanced by restricting access to professional sunbeds.

• Also this year, ASA once again halted legislative talk to restrict spray-tanning services for persons under 18 years old.

• ASA convinced a state regulatory agency to abandon an effort this year to limit the number of salon sunbed sessions to 1-2 per week.

• In many cases, ASA convinced would-be bill sponsors not to even introduce bills after seeing the science that does not support that approach. Some of our victories involved tax bills and other issues.

There are other accomplishments; and it’s likely you haven’t heard about many of them. Aside from the 130+ legislative victories you have heard about, there are so many examples of potential issues ASA has prevented from ever even coming up.

ASA is working to make sure that the indoor tanning market’s foundation is strong for where we’re headed.

That’s what JWNA wants from a professional trade association and why I’ve been proud to work with the ASA Board, and ASA Executive Director Joe Levy.

We’re all aware of the challenges the professional sunbed community faces from those who do not understand that the goal should be sunburn prevention – not sun avoidance. But ASA is working to make sure that the indoor tanning market’s foundation is strong for where we’re headed. ■

About the Author Kevin Apgar is president of JW North America, which proudly supports the American Suntanning Association and its member facilities.

Database Hosting: Do you have options?

By Melissa Damiani

Unless you are still using index cards or a spreadsheet to manage your customers and their packages and memberships, you’ve surely experienced an increased dependency on information technology over time to efficiently manage your salon operations. As your customer database is the lifeblood of your business, one of the most vital decisions you will make is how and where it is stored.

Your customer database is one of the most important aspects of your business, so it is imperative not only to have options in terms of how your data is housed, but also to be informed of the advantages of each. You may have experience with managing a server and desire to host your database yourself as you have a high level of comfort when it comes to the associated maintenance that is necessary. Alternatively, you may wish to relegate this responsibility to another party. When determining which solution is right for you and your business, there are a few things to consider.

A good place to start is by comparing the expenses associated with each option. If you choose to host your database yourself, there is the cost of the physical hardware, backup solution and antivirus software, to name a few. If you outsource the hosting of your database, instinctively one of the first questions you may pose to potential vendors is what the recurring cost will be and whether there are any

initial setup fees assessed. Pricing should be not only simple, but also predictable as your business grows.

When it comes to disaster prevention and recovery, having regular backups that are stored offsite is imperative should your server fail or if the location where you house your server undergoes a catastrophic event. If you enlist the services of a vendor to host your database, your backups are naturally located offsite. A question to pose when evaluating a hosting provider is whether daily backups will be completed and at what interval they will be rotated. You also want to confirm ahead of time that you can request a backup of your data as you choose.

No one needs to tell you that the security of your database is of utmost importance, but the mere thought of being solely responsible for your database can leave you feeling a bit vulnerable. A considerable advantage to employing a hosting provider is having confidence in knowing that you are securing your database in a safe manner and that it is being protected against unauthorized access.

The decisions you make regarding how to house your database are crucial, so don’t be afraid to ask questions and do your research. If you’re not comfortable with the do-it-yourself approach, outsourcing your database hosting services will certainly give you peace of mind. ■

If you’re not comfortable with the do-it-yourself approach, outsourcing your database hosting services will certainly give you peace of mind.

About the Author:

Melissa Damiani is the Sales Manager of SunLync Software, Inc. a member of the JK-North America group of companies. With the company since 2002, Melissa has served the organization in several capacities, and has extensive knowledge of all aspects required to deliver robust salon management software solutions that are designed to enable measurable growth within its users’ ever-evolving business models. Call Melissa at 866.SUNLYNC x3 or email mdamiani@sunlync.com.

Your Bad Smartphone Habits Are Derailing Your Success

By Grant Cardone

Smartphones have made many aspects of our lives easier – including getting distracted. There comes a point when staying connected changes from productivity to procrastination. Bad phone habits are tough to break, but it’s not impossible. In this article, I’ll tell you how to do it without going off the grid.

3 Tips to Overcome Bad Smartphone Habits in a Digital World

Don’t get me wrong; I don’t hate tech by any means. I believe that mastering sales by phone is one of the most powerful tools for success. But according to a 2023 survey by Reviews.org, Americans check their smartphones an average of 144 times per day! And let’s be honest, they are not “making deals” each of those nearly 150 times!

With that in mind, here are three tips to simultaneously ditch the bad habits and maximize your smartphone use.

1. Distance Yourself from Distracting Apps.

I’m going to assume that your over-usage issues are not from making too many phone calls. If you’re like most of us, you get sucked into wasting time on social media or other distracting apps. Therefore, the first step to breaking bad phone habits is: Remove the apps from your home screen or delete them altogether!

When you have the “death scroll” app icons off your home screen, it becomes out of sight, out of mind. Further, you can turn off notifications for them in settings to help remove temptation. If that isn’t enough and you keep being lured back, it could be time to uninstall it.

2. Fill in the Blank Spaces in Your Calendar.

According to Reviews.org, Americans check their smartphones an average of 144 times per day!

My second tip for finally breaking your smartphone bad habits is to get busy. You need to become so jam-packed with productivity that you can barely use your phone for necessary actions. There is more than a nugget of truth in the adage about “idle hands.” But make sure you’re getting busy with activities that get you closer to your goals

– not just actions. Block-scheduling is a great method to not only minimize your distractions, but also maximize your daily accomplishments (see my April article). Staying busy will help, but you can strengthen your discipline even more …

3. Shut it Down!

I said earlier in this article that you would not have to give up your phone, and I meant it. Nevertheless, I suggest you completely turn it off at specific times during the day. The exact hours when you do this will depend on your schedule and lifestyle. A good starting point is an hour before you go to sleep until an hour after you wake up.

These suggestions will make a huge difference in shifting how you use your phone time. In the end, it’s all going to come down to your mindset.

You CAN Break Smartphone Bad Habits

As I mentioned previously, smartphones are a tool; the ability to stop misuse of them comes from that perspective.

In general, mild bad habits are borne from boredom and need to refocus. So, next time you think about picking up your phone consider this: Will doing this result in achieving my full potential? If the answer to that question is “no,” then do something that will.◆

About the Author: Star of Discovery Channel’s “Undercover Billionaire,” Grant owns and operates seven privately held companies and a private equity real estate firm, Cardone Capital, with a multifamily portfolio of assets under management valued at over $4 billion. He is world’s Top Crowdfunder, raising over $900 million in equity via social media. Known internationally as the leading expert on sales, marketing and scaling businesses, Cardone is a New York Times bestselling author of 11 business books, including The 10X Rule, which led to establishing the 10X Global Movement and the 10X Growth Conference, now the world’s largest business and entrepreneur conference. The online Cardone University, serves over 411,000 individuals and Forbes 100 corporate clients throughout the world. Voted the top Marketing Influencer to watch by Forbes, Cardone uses his massive 15 million + following to give back via his Grant Cardone Foundation, a non-profit dedicated to mentoring underserved, at-risk adolescents in financial literacy, especially those without father figures.

What “Slow Season”?

By Lisa Saavedra

InJune, the industry is typically prepping for the Slow Season; but as you see, I put a big question mark next to that phrase. Will we see a big tanner dropoff for the summer of 2024?

As an owner or operator, the best thing to do is be prepared. In years past, warmer weather brings membership cancellations and freezes. Tanners say “See ya’ next year” to their beloved salons in hopes of maintaining their color outdoors. Let’s explore a few ways to keep them tanning through the summer.

Summer is a great time for a “Tan ‘til 2025 for $99” promo. Offer this on base-level beds – the sooner a tanner buys it, the better the deal is. Almost every large U.S. chain offers something similar, so you know it works.

The sun may be shining now, but how do tanners plan to keep their summer color? What about being ready for fall and winter holiday events? This is a great deal on unlimited tanning for a low, set price. They can always upgrade to higher-level sessions; but this is an ideal and affordable way to start converting seasonal guests into year-round tanners.

The 90-day Upgrade – Whatever you usually charge to upgrade a Level-1 package to a Level-2 for the month, cut that number in half. If it is usually a $20 upgrade, offer

three months of tanning at the next level for a one-time fee of $29.99, or let tanners jump two levels for $49.99. I recommend this promo because again, you are extending the tanning season for these seasonal customers. When their upgraded package expires, it will be time to start tanning again for the holidays and they will want to extend it.

As we

or other product purchases.) This promo succeeds because tanners are less likely to cancel a membership if they have free money “sitting” in their account. This is also a great incentive to get guests to purchase lotion during the “Slow Season.”

$5 Hold/Freeze Option – It still amazes me how many salons don’t offer this! If a guest is set on canceling for the summer (even after being offered the above incentives), offer a “Hold/Freeze” deal. Basically, instead of canceling, they hold their membership for a monthly $5 draft. I recommend allowing them to hold for up to three months, and if they want to extend after that, then they need to come to the store (not call) to do so. Now, you’re probably thinking, “why would a tanner want to pay $5 a month instead of canceling?” A couple of reasons, actually. When they “unfreeze,” they don’t pay a re-enrollment fee. The second incentive to hold/freeze instead of cancel is when they reactivate, the $5 monthly fee becomes credit on their account. So, they hold their account for three months, then resume tanning and find the $15 they were charged became a credit to use toward upgrades or products. It’s a win-win, because customers don’t want to leave money sitting unspent.

enter a “hopefully not-so-slow

season,” it’s crucial to maintain those

EFT drafts

– the bread & butter of our business.

100% Lotion Rebate – This may sound crazy, but I’ve seen it work very well in many salons. Create a promo that gives guests their purchase amount back in “Tanning Dollars.” For example: buy a $50 lotion, get a $50 credit toward upgrades and sunless sessions (not for monthly EFT draft

As we enter a hopefully “not-so-slow season,” it’s crucial to maintain your EFT drafts – the bread and butter of our business. While we can’t convert all tanners into yearround members, the above-discussed promos can help prolong the season by maintaining customers who may have opted not to keep their memberships through the summer. ■

About the Author: As Director of Brand Development for Devoted Creations’ family of brands, Lisa brings 17 years of industry experience, knowledge and enthusiasm to all aspects of the business, including social media, product development, training, customer relations, public speaking and marketing strategies. Lisa worked at the salon level managing a large chain of salons, which infuses her sales training and brand concepts with real world experience. Lisa has been chosen the IST Magazine “Person of the Year” five times.

Hello, Summer!

By Alex Zeedyk

This year, summer begins on June 20! Soon, regular salon tanners will be vacationing and traveling. That means many operators will be experiencing what is considered Slow Season. Let’s talk about some fun and exciting things you can do to keep your guests engaged with your business.

With summer starting toward the end of the month, you can host a “Countdown to Summer” promo – include a daily or weekly giveaway and announce it with consistent social media posts. You could do one big giveaway on the first official day of summer. Whether it be a free package or a bundle of products, a giveaway is always an effective way to get customers engaged. Creating fun graphics in Canva (online graphic design app) will keep them watching your posts and generate excitement for the upcoming giveaway items.

Knowing your customers and what kind of specials attract them is key. Start planning by looking at past promotions to see what has been most popular. Try “Happy Hour” tanning from 5-7pm when guests can upgrade to the next session level for free or receive half-off their sessions. Offer BOGO “Glow Before You Go” sunless sessions that allows guests to test a spraytan first and then, use the second session to perfect their tan before vacation.

New customers may be coming to you for a good pre-vacay base tan. Educating them about the appropriate equipment and lotion

to achieve their goal is crucial. Even if they are familiar with the products/services, a refresher will make them self-aware before diving right in. For example, remind guests that it is ideal to start tanning at half the maximum session time. If they burn in their first session, it will take longer for them to see results – especially if their skin type is more fair than the average tanner.

With a little pre-planning, summer brings many opportunities for sizzling sales!

For all summer tanners, a starter kit would be a

great way to promote your favorite products. The kit could include a multi-use product (made for various equipment types), as well as an indoor/outdoor lotion. Since spa services like red-light are huge right now, this will promote the ability for tanners to use their new product for more than just UV sessions. Indoor/outdoor lotions – such as accelerators and natural bronzers – will also benefit tanners who plan to take their new lotion to the beach. There are some

About the Author

advanced, low-DHA products that can be used outdoors, such as DC Vacay Vibes and Cactus Cabana. You could include a facial tanning product in the kit, as well as a tan extender. Create a sunless bundle for those who are traveling and on the go, and need a post spray-tan touch-up.

As summer approaches, the leading product manufacturers will start exciting mid-season releases – DC included! You want to properly launch these in your salon, as well as on your social media platforms. Before putting them on your shelves, being well informed about these products – you and your staff – is the key to sales success. You could promote the new products as “limited edition” or another call-to-action phrase that will get your customers’ attention.

The best way to smoothly transition into the summer and Slow Season is to know your business and customers inside and out. If you aren’t fully invested and knowledgeable on the trends in your salon, you might find it difficult to create a successful approach. With a little pre-planning, summer brings many opportunities for sizzling sales!■

A recent University of South Florida grad, Alex Zeedyk holds a degree in Marketing. She started as an intern in 2021 and has since transitioned into the role of Client Relations and Social Media Specialist. With over five years of experience working in salons, she has real-world knowledge that combines with a passion for skincare and products. Alex works closely with the company’s product distribution network and 5 Star Diamond Salons to provide the support they have grown to expect from DC.

Let Me Tell You a Story

Gary Lipman

Don’t laugh, but apparently, I am quite good at telling jokes and stories – not something I have been particularly aware of, in all honesty. But then when I come to think of it, in social settings with friends and colleagues, I am often asked how it is that I am always able to regale with a deluge of humorous anecdotes. Perhaps it is “my thing”? If it is, I am pleased about it.

However, one thing I know for a fact is that I could never have made a career out of story-telling. Professional story-tellers will often find themselves at the cut and thrust of presenting information that they know, or at the very least should know, is not all as it seems.

And I am not talking about fairy tales in la-la land, although I guess if the cap fits … So what then, I hear you ask, am I actually talking about? Well, are you sitting comfortably? Then I’ll begin. I am talking about the fantastic narrative around our industry and indeed around UV exposure, in general. Here is just one example: did you know that somehow, tanning in the sun is more responsible, indeed safer, than tanning on a tanning bed? I know – it does sound like a fairy tale, doesn’t it?

And you really need to be careful folks, because did you know that there is no such thing as a safe tan? And as the cherry on the cake, did you know you need to wear your sunglasses every day of the year, even when it is cloudy?

Over the last few weeks, I have been analysing and engaging with some of the more recent tropes of the anti-tanning lobby’s story-telling. And my conclusion is that they have absolutely nothing new to say. They are simply regurgitating

It’s no fairy tale – the typical judgments against our industry are mostly due to misinformation and are untrue.

the same old statistics and mantras –well, apart perhaps from the sunglasses story – whilst along the way happily but disingenuously ignoring all the studies, regulations and information to the contrary. Journalists, politicians and even some doctors are all too time-pressed to validate such claims, so they simply regurgitate the nostrums of the cult. The critical point here is that the public are being misinformed by these misleading

About the Author:

statements that have been proven untrue or outdated.

The typical judgements against the professional tanning industry are mostly due to misinformation and are untrue. Stepping back into fairy tales, it is a classic example of the proverbial Cinderella slipper, trying to find cherry-picked facts to support their ideology, rather than the facts that determine their stance.

If only UV exposure from sunshine was as well-regulated as professional tanning bed use; there can be no doubt we would see far less incidence of overexposure and burning. And as we all know, it is burning – NOT responsible tanning – that will increase the risk of melanoma. And how does the vast majority of overexposure and burning take place? From tanning in the sun where the UV exposure is uncontrolled … And that is not a fairy tale.

As an industry, we have a world-class library full of amazing stories of success, education, evolution and importantly for this arena, science. We have our own narrative to communicate and spread around the world. Perhaps we should seriously look at cultivating our own brand of story-telling – based on fact, not fiction.

And I do love a happy ending! ■

In the tanning industry since 1982, Gary Lipman is Managing Director of the UK subsidary of Ergoline, and runs Ergoline Plus, the exclusive distributor for a wide range of sunless products & spray systems. He is also Chairman of the UK’s Sunbed Association & a European Sunlight Association member.

The Burnout Battle Why Leaders Must Lead the Charge

By Jessica Rector

Without exception, burnout is impacting every industry, company and role.

Leaders often find themselves in the trenches, navigating through the chaos and driving their teams towards success. However, amidst the pursuit of goals and objectives, there’s a lurking enemy that can undermine all efforts: burnout.

In the burnout battle, we often find the great divide. Leaders believe that their employees aren’t being impacted by burnout or that their people have everything they need to beat it.

Yet, employees are struggling dayto-day and believe they don’t have the strategies, tools or support to help them.

We call this the “burnout gap” – the distance between what leaders think and how employees feel.

Much of the burnout battle begins with educating leaders not only on the importance of burnout but also the urgency of it, because burnout won’t go away on its own or work itself out. You must be intentional and strategic as a leader and organization to prevent it.

Our research has uncovered two components of burnout: the company and individuals. More specifically, a company’s culture and an individual’s habits. If one of these is misaligned it will lead to burnout.

Your organization might have a wellness program, but that solely focuses on what employees can do to prevent or beat burnout in themselves, so it leaves out almost half of the contributing factors for burnout. In other words, if employees work through a wellness program, they will still be headed toward burnout, because it doesn’t incorporate the “company” side of the contributing factors to burnout.

For leaders, preventing burnout is no longer a “nice to have” – it’s a “must do.”

Here’s why it’s crucial for leaders to take proactive measures to prevent and combat burnout within their teams along with microstep, a small action leaders can take for massive results.

1. Burnout Kills Productivity

Burnout doesn’t just sap employees’ energy and enthusiasm; it also wreaks havoc on productivity. Exhausted and disengaged workers are far less likely to perform at their peak, resulting in missed deadlines, more mistakes and decreased efficiency. The detrimental outcomes often can lead to safety issues and enhance cybersecurity attacks. When leaders fail to address burnout, they inadvertently sabotage their team’s performance and jeopardize the organization’s bottom line.

Microstep: Find one way to acknowledge or appreciate your people at least on a weekly basis. When employees get recognition six times a year (once every other month), performance increases by 32%, according to WorkHuman. Imagine if they received recognition weekly how much their performance would increase.

2. Burnout Breeds Disengagement

A burned out workforce is a disengaged workforce. When staff feel overwhelmed and undervalued, their commitment to the job dwindles, and they become more prone to absenteeism and turnover, which costs U.S. employers $300 billion annually due to burnout. Leaders who turn a blind eye to burnout risk losing their top talent to competitors and creating a toxic culture of apathy and discontent.

Microstep: Address the elephant in the room and start talking about burnout. When you talk about burnout, employees lean in and become engaged, knowing that you’re creating a safe place where they will be met with compassion, empathy and understanding. They recognize their work community is operating on the same foundation on which they can all build and thrive. →

3. Burnout Undermines

Creativity and Innovation

Innovation thrives in environments where individuals are energized, motivated and encouraged to think outside the box. Unfortunately, burnout stifles creativity and dampens innovation. Exhausted minds lack the clarity and focus needed to generate fresh ideas and problem-solve effectively. By neglecting to address burnout, leaders inadvertently stifle their team’s creativity and hinder their organization’s ability to adapt and thrive in a rapidly evolving marketplace.

Microstep: Encourage frequent breaks. People are most productive when they work for 50 minutes and take a 10-minute break. Instead of pushing through to finish a project or a task, give their brains the time and space to unwind and decompress. When they get back to it, they’re more creative and innovative and are able to finish things faster by taking that much needed break.

4. Burnout Damages Health and Well-being

Beyond its impact on productivity and performance, burnout takes a significant toll on employees’ health and well-being. Chronic stress and overwork can lead to a host of physical and mental health issues including anxiety, depression, cardiovascular problems and weakened immune systems. Leaders who prioritize the bottom line over their team’s well-being not only jeopardize individual health but also incur long-term costs in terms of healthcare expenses and employee morale.

Microstep: Implement more fun into the workdays. Fun and work aren’t mutually exclusive. The more fun staff have at work, the more they will stay at the company. Fun shows up in different ways for people – trivia, contests, ropes courses or karaoke – ask them what they like to do for fun and then, do it.

5. Burnout Leads to Leadership Failure

Ultimately, leaders bear the responsibility for the well-being and success of their teams. Failing to address burnout

For leaders, preventing burnout is no longer a “nice to have” –it’s a “must do.”

is a failure of leadership. Leaders who ignore the warning signs of burnout, or worse, contribute to its proliferation through unrealistic expectations and poor management practices, risk damaging their reputation and undermining their credibility as effective leaders. The ability to recognize, prevent and address burnout is a fundamental skill that separates great leaders from mediocre ones.

Microstep: Do a two-word check in. Ask your team, “How are you really feeling,” and don’t allow them to say, “Fine.” Inspire them to tap into other feelings. When they say anxious, stressed, depressed, sad, hesitant, or words like these, it’s an opportunity to dive into a deeper conversation

and ask, “How can I help?” which lets them know you care about them as a real person and not just a worker.

The battle against burnout is more critical than ever. Leaders who prioritize the well-being of their employees and take proactive steps to prevent and combat burnout are not only fostering a healthier and more engaged workforce, but also safeguarding the long-term success of their organizations. By leading by example, cultivating a supportive work culture and promoting life-work alignment, leaders can empower their teams to thrive under any circumstance. Remember, the fight against burnout begins at the top –and it’s a battle worth waging. ■

About the Author: Jessica Rector, MBA, author of the No.1 best-selling Blaze Your Brain to Extinguish Burnout and nine other books helps organizations, leaders and teams Say Yes to eradicate burnout and enhance mental health. As a burnout trailblazer, her research is used in her consulting and speaking and often shared on her podcast, “The Say Yes Experience.” For how Jessica can help your organization and team, visit jessicarector.com

Presence

A Key to Effective Leadership in an Emergent Culture

By Margaret Graziano

Theworld is transforming faster than ever. Many employees and leaders are feeling overwhelmed by rapidly evolving markets, a new generation entering the workforce, and the impact of the digital age.

To adapt to these changes and continue to enable your organization to grow, you first need to look within. It all begins with presence. What does presence mean to you and do you know how to experience what it is to be present in this moment –right now?

What Is Presence?

Presence is about relearning how to be in the world and fully engaging in all of life’s unique moments.

Many people are unproductive and unhappy because they haven’t learned to slow down and maximize their effectiveness or optimize their innate intelligence. The impact of this extends beyond just the individual; the people around you, the people you lead and the culture of the organization are all impacted by someone who isn’t clear and grounded (not present).

When it comes to equipping yourself to be present, there are four main areas of development to consider.

1. Focus On Full Presence

The working world is full of things that can take you out of the present moment. Multitasking, keeping your cell phone on, constantly checking emails and having many open windows on their computers are all things that distract people.

Cognitive overload is the result of these distractions, leading people to experience an inability to focus and stay on track, bouts of agitation and increased distress, culminating in decreases in productivity and strained work relationships. No matter the skill or competence level, when a human being has too many things to keep track of, it’s difficult to focus and complete tasks.

The impacts of distractions and cognitive load are not limited to productivity and relationships with others, either. A Harvard study found that mind-wandering is also an indicator of a person’s happiness. The more present someone was, the happier they reported themselves to be.

One of the most important things to do to get present is to remove yourself from the world of distraction. Attempt to implement some liberating constraints, such as turning your cellphone off during

periods of focus, signing out of your email account and only logging in during scheduled email sessions, keeping only one or two windows open on your computer, and blocking out time to focus on specific tasks or projects.

Another way to keep yourself on track and in a present state of mind is to know, understand and experience what your ultimate purpose is and define what it looks like to operate in alignment with that purpose. When you do that, you give yourself the opportunity to tune in to what is important and how to work in service of that purpose.

2. Embrace Childlike Wonder

Childlike wonder is being completely immersed in the world around you. It’s about coming from an open/neutral perspective, getting curious, asking questions and being aware of when you are judging and evaluating.

As they grow up, many people become entrenched in their perspectives, beliefs, preferences, points of view, etc. To be fully present with others, you have to let go of your inherent or historical biases. Otherwise, it’s as if you are viewing the world with orange-tinted glasses.

Presence is about relearning how to be in the world and fully engaging in all of life’s unique moments.

Everything you experience is tinted orange, because that’s how you see and perceive. In this mindset, you won’t be able to accept new and different ideas, or engage with others you speak to. When it comes to childlike wonder, it’s about setting aside all biases, agendas, perceptions and beliefs about how things are going to go and being curious so you can truly connect and interact with others as an “empty vessel.” When you are empty of perceptions, preferences, judgments, biases and beliefs, you are truly able to meet people where they are and enable them to not only feel like they are contributing, but to actually contribute.

3. Master Sensory Acuity

Sensory acuity is using all our senses to observe the world around us in order to gather detailed information about the present moment. This is especially important for communication because there are other factors that contribute

more to understanding someone than just their words. In fact, words make up only about 7% of communication.

Mastering sensory acuity requires using your other keen senses to expand how you see, perceive, understand and communicate with others. Things like tonality, where their eyes are looking, what color their face is (i.e. blushing), the shape of their mouth, and how they are standing or sitting are all indicators of the way someone feels that is not communicated through their words.

Developing this skill requires you to focus entirely on the person with whom you are communicating. Mastering this not only allows you to read people at a higher level, but to also understand and relate to them in a deeper manner, which is directly related to the fourth category.

4. Develop Rapport

Rapport is essential to cultivating healthy and harmonious relationships

with those you work with and those in your personal life. Rapport is about understanding and respecting the feelings of others and in doing so, strengthening your ability to work together.

Developing rapport requires you to establish trust. To do that, you need to be able to offer support, communicate effectively and follow through with what you say. The No. 1 way to break trust is to make promises you can’t or don’t keep. When you can’t keep a commitment, make sure to alert people affected by it as soon as you know. Life gets in the way sometimes; people will understand this a lot better when they are notified in advance that you are breaking your agreement.

Be Present in the World Around You and Elevate Your Leadership and Culture

Presence at work is about being attuned to the task, function or project you’re working and the people around you. To be a high-performance leader and to cultivate an emergent culture, it’s crucial that you

make developing presence a core tenet of your leadership development. When you embody presence and inspire others to do the same, everyone grows in their ability to connect with each other and build stronger relationships at work, resulting in greater productivity, results and fulfillment. ■

the Author

Margaret Graziano, known as the Evolutionist, is the founder and CEO of KeenAlignment, as well as a Wall Street Journal Best-Selling Author for her book Ignite Culture. She has been recognized as one of Silicon Valley’s Top 100 Women Leaders. Magi’s groundbreaking work is driven by her power to uncover and catalyze human potential. Go to https://bit. ly/3Zd0dCG to take KeenAlignment’s Culture Assessment and rate the quality and effectiveness of your Organizational Culture.

About

3 Ways to Be a Great Boss

By Grant Cardone

At all my business and entrepreneur conferences, I am always asked how to be a great boss. Namely, “how do I keep rock star executives and cultivate a world-class sales team?” And overall, I have three main strategies that have built the greatest workforce out there.

The best part is, you could do the same – starting today.

A Great Boss Does These 3 Things

You’d never know it now, but I almost never became a business owner. I was the top-producing sales guy. From that, I was reasonably successful and I liked it that way. However, due to some wild circumstances, I am here today with over 200 employees.

For this reason, I had to figure out how to be a great boss the hard way. Despite that, it is not as complicated as some would think. As long as you let these three principles guide you, you’ll end up with a rock-solid team.

1. HAVE MEETINGS WITH PURPOSE

When many people first step into leadership roles, they try to “fake it ‘til they make it.” A prime example of this is scheduling a bunch of meetings just to look important. Contrary to what you may believe, this is counterproductive to being a great boss.

An effective leader must understand the value of time. Therefore, productivity in meetings is a must. Still, a productive meeting isn’t always about stats and strategy. Equally important is highlighting company wins. In fact, my entire enterprise starts every day going over the previous day’s successes.

Respect your team and your time by conducting meetings that matter. And in the meantime, implement Step 2:

2.

PROVIDE THE BEST-PERFORMING TOOLS

Strong leaders know the difference between encouraging their team to hustle versus making them grind. That means setting them up to be productive with the best tools possible.

This looks different for each organization. But, don’t close the door on new software or technology like AI just because it is unfamiliar to you. →

The ultimate great boss, Mark Cuban, even said this in a CNBC article about tools and success:

“There’s two types of companies: those who are great at AI and everybody else. And you don’t necessarily have to be great at AI to start a company, but at some point, you’re going to have to understand it. It’s just like the early days of PCs. You didn’t have to be good at PCs, but it helped. Then networks, then the internet, then mobile.”

So, investigate and be open to better ways of doing things. Add those to this next tip and you’ll be unstoppable.

3. INVEST IN EMPLOYEE ADVANCEMENT

As I mentioned earlier, I didn’t start my career as a boss at all – let alone, a great one. That being said, I taught others what I learned for them to, in turn, be stellar leaders. Loyal, competent staff will always want to learn and do more. Training is the only way to keep giving them opportunities that keep them with you long term.

Give your team the opportunity to be great and you will be too, as a consequence.

Seminars, conferences and virtual training are all solid choices. Pick one and watch your team become the best versions of themselves – and you both benefit.

Nonetheless, there is one last point I want to make: A great boss is fair, not “nice.”

Being a great boss does not mean coddling staff or allowing them to take advantage of you.

The reality is that if you let that type

of behavior continue, it is a detriment to them, you, and the business’s well-being. Sometimes, being a good leader means letting people go so they can find the fit that’s right for them.

It’s not personal. It doesn’t mean you don’t like them. It’s just fair. After all, strength and success come from doing the greatest good for the majority.

Give your team the opportunity to be great and you will be too, as a consequence. ■

About the Author: Star of Discovery Channel’s “Undercover Billionaire,” Grant owns and operates seven privately held companies and a private equity real estate firm, Cardone Capital, with a multifamily portfolio of assets under management valued at over $4 billion. He is world’s Top Crowdfunder, raising over $900 million in equity via social media. Known internationally as the leading expert on sales, marketing and scaling businesses, Cardone is a New York Times bestselling author of 11 business books, including The 10X Rule, which led to establishing the 10X Global Movement and the 10X Growth Conference, now the world’s largest business and entrepreneur conference. The online Cardone University, serves over 411,000 individuals and Forbes 100 corporate clients throughout the world. Voted the top Marketing Influencer to watch by Forbes, Cardone uses his massive 15 million + following to give back via his Grant Cardone Foundation, a non-profit dedicated to mentoring underserved, at-risk adolescents in financial literacy, especially those without father figures.

Regulations? Yup!

By Joe Schuster

Themedia has typically had a disdainful view of indoor tanning. This includes the position that among the biggest problems with our industry is that it’s not regulated. Well, that would come as a shock to the Food and Drug Administration which has regulated sunlamps and sunbeds in the U.S. since the inception of modern indoor tanning in 1979! Here’s some of what that regulation entails.

Section 1040.20 of the Code of Federal Regulations Title 21 (21CFR1040.20) under “Performance Standards for Light-Emitting Products” covers such items as sunbed timers, compatible sunlamps, exposure schedules, eye protection and more. However, these regulations are geared toward manufacturers of products rather than the salons where they are used.

A question from the Sun is Life® Certification exam that tangles many students concerns eye protection. One would assume that the FDA would absolutely mandate that reusable eye protection (goggles) be cleaned and disinfected after every use. A no-brainer, right? Wrong!

The FDA Code of Federal Regulations regarding eye protection covers several specifics: Code-compliant eyewear must block 99% UVA and 99.9% of UVB rays from penetrating the eyelids. Its lens must also allow visible light sufficient for

a tanner to read the exposure schedule posted on the sunbed and reset the timer (turn the sunbed off) if needed. However, individual states may enact their own regulations regarding the wearing and cleaning of reusable eyewear, along with many other regulations specific to indoor tanning. Sunlamp compatibility is also defined. A replacement lamp must not emit UV

For 45 years, our industry has been regulated by Section 1040.20 of the Code of Federal Regulations Title 21 (21CFR1040.20) under “Performance Standards for Light-Emitting Products.”

output that is + or - 10% of the originally installed lamp’s output, nor can it alter the recommended exposure schedule. All sunlamps must also have a “warning” label etched on the glass. Simply put, just because a lamp “fits” in the sunbed, does not mean that it’s FDA compatible. A letter of compatibility that’s been registered with the FDA must also accompany the replacement lamp and that letter must originate from the lamp’s manufacturer.

To determine exposure schedules, the industry standard for salons is to use an individual tanner’s skin type as rated 1-6 on the Fitzpatrick scale. Note that the exposure schedule is based on the output of four MED (Minimal Erythemal Dose) for a Skin Type II person. Huh?

Well, an MED is the least amount of UV exposure needed to create a discernible pinkening of the skin on a person with Skin Type II. No sunbed can emit more and this output is adjusted by the exposure schedule. Typically, the higher the UV output, the shorter the tanning session. But it’s not only the lamp; the thickness of the acrylic shield, proximity of the tanner’s body to the sunlamps and output of the system’s ballast are also considered for the schedule.

The FDA does not list the number of hours of usage after which a lamp should be replaced, only that “worn out” or non-functioning lamps should be replaced.

Hey, did you know that if a sunbed’s exposure schedule label or warning label is worn off (illegible), it’s the responsibility of the salon operator to replace it? Yup, and it’s the bed manufacturer’s responsibility to make the replacement label available.

For more info on the interactions of the FDA, sunbeds and lamps, you know what to do … get the facts with Sun is Life Certification today! ■

Sun is Life® is the industry’s leading tanning salon operator training program. Developed by industry professionals for industry professionals. We offer you and your staff the tools to elevate your team’s level of professionalism, and increase your confidence in both providing and promoting responsible tanning.

Finding TrueHappiness

By Grant Cardone

Thereason I do everything that I do is so that all 8 billion people on planet Earth can achieve authentic happiness. Whether that is through their careers, fulfilling their purpose, or caring for their families depends on the individual; however, I noticed the same thing holds most people back.

In this article, I reveal the debilitating myth and how to solve it. You just have to keep reading …

The Myth You’ve Been Using as an Excuse

Some of these surveys I read are eye-opening, to say the least. Specifically, a study by Oracle says over 80% of people rely on new experiences or circumstances to be happy.

I have to admit, my gut feeling reading that was pretty harsh – because if you are waiting for life to be “perfect” to feel authentic happiness, you’ll never have it!

Don’t get me wrong. I don’t blame you. You’ve been taught this myth your whole life by your parents, the media, etc. But at the end of the day, it is still an excuse.

Life is not going to magically change once you find the right spouse, make more money or move into your dream home. The thing is that no matter where you go, there you are.

So with that in mind, the secret to finding authentic happiness is right in front of you.

Creating Authentic Happiness is in YOUR Control

There is a quote from the poet, Emerson, that says, “Life is a journey, not a destination.”

Well, that’s partially true. Still, achieving authentic happiness in life comes from working toward something, i.e. our “purpose.”

When we overcome obstacles toward our ultimate goal and reach milestones, those are the real rewards. Not the money or the “stuff.”

True happiness lies in bringing the best you can offer to the world and being acknowledged for it. Find that, and you’ll be great … And happy. ■

Achieving authentic happiness in life comes from working toward something, i.e. our “purpose.”

About the Author: Star of Discovery Channel’s “Undercover Billionaire,” Grant owns and operates seven privately held companies and a private equity real estate firm, Cardone Capital, with a multifamily portfolio of assets under management valued at over $4 billion. He is world’s Top Crowdfunder, raising over $900 million in equity via social media. Known internationally as the leading expert on sales, marketing and scaling businesses, Cardone is a New York Times bestselling author of 11 business books, including The 10X Rule, which led to establishing the 10X Global Movement and the 10X Growth Conference, now the world’s largest business and entrepreneur conference. The online Cardone University, serves over 411,000 individuals and Forbes 100 corporate clients throughout the world. Voted the top Marketing Influencer to watch by Forbes, Cardone uses his massive 15 million + following to give back via his Grant Cardone Foundation, a non-profit dedicated to mentoring underserved, at-risk adolescents in financial literacy, especially those without father figures.

IST has the experts!

Grant Cardone

CARDONEZONE

Star of Discovery Channel’s “Undercover Billionaire,” Grant owns and operates seven privately held companies and a private equity real estate firm, Cardone Capital, with a multifamily portfolio of assets under management valued at over $4 billion. He is world’s Top Crowdfunder, raising over $900 million in equity via social media. Known internationally as the leading expert on sales, marketing and scaling businesses, Cardone is a New York Times bestselling author of 11 business books, including The 10X Rule, which led to establishing the 10X Global Movement and the 10X Growth Conference, now the world’s largest business and entrepreneur conference. The online Cardone University, serves over 411,000 individuals and Forbes 100 corporate clients throughout the world. Voted the top Marketing Influencer to watch by Forbes, Cardone uses his massive 15 million + following to give back via his Grant Cardone Foundation, a non-profit dedicated to mentoring underserved, at-risk adolescents in financial literacy, especially those without father figures.

Melissa Damiani

SUNLYNC SOFTWARE, INC.

Melissa Damiani is the Sales Manager of SunLync Software, Inc. a member of the JK-North America group of companies. With the company since 2002, Melissa has served the organization in several capacities, and has extensive knowledge of all aspects required to deliver robust salon management software solutions that are designed to enable measurable growth within its users’ ever-evolving business models.

Jerry Deveney

SUNFORCE MARKETING, INC.

Jerry Deveney is the President of SunForce Marketing, Inc. He has been actively involved in the tanning, spa, wellness and fitness industries for more than 30 years. His company provides business analysis and consulting services in the areas of sales, marketing and operations. Jerry has worked in almost every industry sector including salon management, equipment manufacturing and distribution, new product development, regulatory affairs, and sales & marketing.

Gary Lipman

ERGOLINE-UK, ERGOLINE PLUS

In the tanning industry since 1982, Gary is Managing Director of the UK subsidiary of Ergoline, and runs Ergoline Plus, the exclusive distributor for a wide range of sunless products and spray systems. He is also Chairman of the Media Committee for the UK’s Sunbed Association & a European Sunlight Association member.

Lisa Saavedra

DEVOTED CREATIONS

As Director of Brand Development for Devoted Creations’ family of brands, Lisa brings 18 years of industry experience, knowledge and enthusiasm to all aspects of the business, including social media, product development, training, customer relations, public speaking and marketing strategies. Lisa worked at the salon level managing a large chain of salons, which infuses her sales training and brand concepts with real world experience. Lisa has been chosen the IST Magazine “Person of the Year” five times.

Joe Schuster SUN IS LIFE ®

An industry veteran and consultant, Joe has taught salon operator training since 1995 and has served as an advocate for indoor tanning in many capacities. A sought-after speaker and presenter at both national and regional trade events, he also interacts with the FDA, state and local regulatory agencies. Joe is director of Sun is Life Training & Certification.

Alex Zeedyk

DEVOTED CREATIONS

A recent University of South Florida grad, Alex holds a degree in Marketing. She started as an intern in 2021 and has since transitioned into the role of Client Relations and Social Media Specialist. With over five years of experience working in salons, she has real-world knowledge that combines with a passion for skincare and products. Alex works closely with the company’s product distribution network and 5 Star Diamond Salons to provide the support they have grown to expect from DC.